Course Careers Questions And Answers
What is the goal of direct outreach strategy? Target your ideal buyer persona, qualify
them, and setup a meeting with your account executive
What is the goal of referral outreach strategy? Target someone above or horizontal to your
ideal buyer persona and and get an introduction
What is the goal of intelligence outreach strategy? Target someone below your buyer
persona, get their contact, and get some inside information into the challenge they are having that
your product can fix or solve so you can better pitch your ideal buyer persona
What does spin selling stand for? Spin selling stands for situation, problem, implication,
need payoff
What are the two needs of spin selling? The two needs of spin selling are implied need,
and explicit needs.
What is the definition of an implied need? An implied need is a statement of a buyers
problem, or difficulty with the current situation
, Course Careers Questions And Answers
What is the definition of an explicit need? An explicit need is a clear statement of a buyers
want, desire, or intention
What does BANT stand for? BANT stands for budget, authority, need, and timing.
What is sales engagement software? Sales engagement software refers to the interactions
and exchanges that occurs between sales reps and their prospects or customers. AKA sales
acceleration
What are some main sales engagement platforms? Some main sales engagement platforms
would be Salesloft, Outreach, and Hubspot sales
What is a CRM? A CRM stands for customer relationship management and it is a
technology used for managing all your companies relationships and interactions with customers
and potential customers. It is a centralized database for all your companies relationships from
beginning to end
What is the goal of direct outreach strategy? Target your ideal buyer persona, qualify
them, and setup a meeting with your account executive
What is the goal of referral outreach strategy? Target someone above or horizontal to your
ideal buyer persona and and get an introduction
What is the goal of intelligence outreach strategy? Target someone below your buyer
persona, get their contact, and get some inside information into the challenge they are having that
your product can fix or solve so you can better pitch your ideal buyer persona
What does spin selling stand for? Spin selling stands for situation, problem, implication,
need payoff
What are the two needs of spin selling? The two needs of spin selling are implied need,
and explicit needs.
What is the definition of an implied need? An implied need is a statement of a buyers
problem, or difficulty with the current situation
, Course Careers Questions And Answers
What is the definition of an explicit need? An explicit need is a clear statement of a buyers
want, desire, or intention
What does BANT stand for? BANT stands for budget, authority, need, and timing.
What is sales engagement software? Sales engagement software refers to the interactions
and exchanges that occurs between sales reps and their prospects or customers. AKA sales
acceleration
What are some main sales engagement platforms? Some main sales engagement platforms
would be Salesloft, Outreach, and Hubspot sales
What is a CRM? A CRM stands for customer relationship management and it is a
technology used for managing all your companies relationships and interactions with customers
and potential customers. It is a centralized database for all your companies relationships from
beginning to end
